IDEAS home Printed from https://ideas.repec.org/h/spr/fuobcp/978-3-031-90497-4_14.html

Learning from the Most Successful Companies: What Works and What Doesn’t

In: Customer Value-centered Management

Author

Listed:
  • Andreas Krämer

    (exeo Strategic Consulting AG)

  • Thomas Burgartz

    (University of Europe for Applied Sciences)

  • Christina Muzzu

    (University of Europe for Applied Sciences)

Abstract

Summary Benchmarking is one of the most popular tools in the business toolkit especially because it is easy to use. Although benchmarking is always associated with limitations, it is worth taking a look at the two technology companies Amazon and Apple. Both are among the world’s most valuable companies, albeit with very different weightings of the value facets value-to-the-customer and value-of-the-customer. Despite these differences, the providers are ultimately very successful. Amazon’s growth strategy is based on “value-delivering.” Customers see the Amazon platform as a central shopping opportunity that promises not only low prices, but also simple processes and good service. The Prime subscription serves to strengthen customer loyalty and increase the share of wallet. Apple, on the other hand, focuses on a relatively small customer segment that promises high margins. The emphasis here is on the aspect of “Value capturing,” i.e., capturing as much of the willingness to pay as possible.

Suggested Citation

  • Andreas Krämer & Thomas Burgartz & Christina Muzzu, 2025. "Learning from the Most Successful Companies: What Works and What Doesn’t," Future of Business and Finance, in: Customer Value-centered Management, chapter 14, pages 311-330, Springer.
    • Handle: RePEc:spr:fuobcp:978-3-031-90497-4_14
    DOI: 10.1007/978-3-031-90497-4_14
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a
    for a similarly titled item that would be available.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:fuobcp:978-3-031-90497-4_14. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.